Crosley: Defining the New Business Model

Why you need to ditch your conference table.

Leading-edge CPA firms are developing new growth strategies that are quick to replace slow-growing markets and fading services with new, narrow, fast-growing markets in need of specialized services, according to Gale Crosley, a growth strategy consultant for CPA firms.

"The foundation of the new business model is specialization," she says.

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It starts by taking a cold, hard look at your current client base and separating the winners from the losers. "Start making decisions about which clients have the best market decisions," she advises.

"You don't do that by sitting around a conference table," she says.

Firms must learn how to "look at the market from the outside in," she says, "by going out into the market and looking at what the market has to tell you."

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